Enterprise Account Executive – Strategic Accounts

This is a fully remote position, open to applicants in Georgia.

📋 Description

• Take ownership of a territory strategy for the East Region by expanding Tier 1 enterprise accounts and selectively acquiring new strategic logos.

• Establish and nurture executive relationships up to C-level within key accounts.

• Propel account growth through platform modernization, consolidation, cost optimization, and the replacement of legacy platforms like VMware.

• Position Mirantis as a strategic partner for preparing enterprise platforms to meet future AI infrastructure needs.

• Create and implement multi-year account plans that align with large-scale customer transformation initiatives.

• Identify, develop, and secure strategic opportunities within existing accounts and priority sectors including financial services, telecommunications, and large enterprises.

• Manage complex, multi-threaded sales cycles from initial discovery through negotiation and closure, including the structuring of commercial agreements and defining Statements of Work (SOW).

• Collaborate with Sales Engineering, Product, and Customer Success teams to develop solutions that meet customer requirements and align with roadmap advancements.

• Achieve multi-year revenue growth and expansion objectives within strategic accounts.

• Negotiate commercial terms and contractual agreements with key decision-makers.

• Foster engagement at both regional and global levels within multinational accounts.

⛳️ Requirements

• Over 6 years of enterprise sales experience, demonstrating a robust track record of surpassing sales quotas.

• Proven expertise in owning and expanding Tier 1 enterprise accounts across Southern Europe.

• Successful experience selling to C-level executives in large, complex organizations.

• Strong background in selling cloud, Kubernetes, or infrastructure platforms, including OpenStack, VMware, and public cloud solutions.

• Experience in closing large, intricate, multi-year deals within complex organizations, involving contracts ranging from $500k to $2m+ ARR or similar.

• Ability to formulate and execute strategic account plans with distinct pathways for expansion.

• Comfortable operating in fast-paced, scaling environments.

• Skillful in navigating complex technical and commercial objections while collaborating cross-functionally to expedite deal progression.

• Familiarity with AWS, Microsoft Azure, Google Cloud Platform, VMware, Red Hat, Rancher, Rafay, or SpectroCloud.

• Experience in assisting enterprises in modernizing cloud-native platforms in anticipation of AI/ML workloads.

• Background in start-up or scale-out organizations, challenging established market leaders.

• Understanding of enterprise security, compliance, and regulatory landscapes in Southern Europe.

• Capable of working in global, remote, and hybrid settings, managing complex projects across various teams and stakeholders.

• Proven problem-solving abilities, consultative skills, and relationship-building expertise.

• Entrepreneurial spirit with a passion for learning and continuous improvement.

• High integrity, transparency, and a collaborative attitude.

• A Bachelor's or Master's degree in Computer Science, Engineering, or a related technical discipline is preferred.

🏝️ Benefits

• Competitive compensation package accompanied by a robust benefits plan.

• Collaborate with exceptionally passionate, talented, and engaging colleagues.

• Contribute to cutting-edge, open-source innovations.

• Enjoy a high-energy environment that values openness, collaboration, risk-taking, and continuous growth.